Question 1

The Marine Corps' 70 percent solution lays down that one must act as soon as they have 70 percent of the required information.

Accepted Answer

A) True 
 B)False

Question 2

Gary,a new salesperson for a reputed cellphone manufacturer,meets the owner of a transport company that employs 50,000 people as cab drivers.On his first meeting,he plans to sell mobile phones to all the 50,000 cab drivers because he believes his firm's mobile phones are the best in the market.Which of the following is a drawback of this primary call objective?

Accepted Answer

A)  It is too qualitative. 
B)  It is unrealistic. 
C)  It is irrelevant. 
D)  It is less optimistic. 
E)  It cannot be measured. 
A)  It is too qualitative. 
B)  It is unrealistic. 
C)  It is irrelevant. 
D)  It is less optimistic. 
E)  It cannot be measured.

Question 3

Multiple sales objectives reduce salespeople's fear of failure.

Accepted Answer

A) True 
 B)False

Question 4

SRC Refrigeration Company manufactures and sells refrigerator display units for flowers.Ronald,a salesperson for the company,is calling on a large supermarket chain in an attempt to provide a demonstration of SRC's new product which "bathes flowers in generous humidity and uniform air temperature." Ronald's sales call objective is to persuade the buyer to lease one refrigeration unit for 6 months and compare how it keeps flowers fresh longer than the other brand currently in use.In terms of the criteria for evaluating sales objectives,how would you rate this sales call objective?

Accepted Answer

The sales call objective is specific,rea

Question 5

The statement "spend quality time with prospects and customers" is a measurable call objective.

Accepted Answer

A) True 
 B)False

Question 6

Kerry,a sales representative from Spitz Inc. ,has a lead on a potential customer for her company's line of vacuum cleaners.She calls the prospect's firm and speaks to the secretary.What should be the primary goal of this call?

Accepted Answer

A)  To make an appointment with the prospect 
B)  To finalize the sale of the vacuum cleaners 
C)  To make Spitz the sole supplier of vacuum cleaners to the prospect 
D)  To engage in the practice of seeding 
E)  To compromise the credibility of competing salespeople 
A)  To make an appointment with the prospect 
B)  To finalize the sale of the vacuum cleaners 
C)  To make Spitz the sole supplier of vacuum cleaners to the prospect 
D)  To engage in the practice of seeding 
E)  To compromise the credibility of competing salespeople

Question 7

What is the most important step when planning a sales call?

Accepted Answer

The most important s

Question 8

Why should a salesperson make an appointment after gathering precall information and setting call objectives?

Accepted Answer

Appointments dignify the sales

Question 9

The first step in setting objectives for a sales call is to review what has been learned from the organization's mission statement.

Accepted Answer

A) True 
 B)False

Question 10

In the context of sales,what is Webcasting?

Accepted Answer

Videoconferencing-meetings in which peop

Question 11

When making an appointment,it is important for a salesperson to identify an environment conducive to doing business.So,the salesperson should:

Accepted Answer

A)  choose a place free of distraction for all parties. 
B)  ensure the buyer's subordinates will not be present at the meeting. 
C)  arrange the meeting at his/her own company. 
D)  plan the meeting during the company's annual review meetings. 
E)  all of these. 
A)  choose a place free of distraction for all parties. 
B)  ensure the buyer's subordinates will not be present at the meeting. 
C)  arrange the meeting at his/her own company. 
D)  plan the meeting during the company's annual review meetings. 
E)  all of these.

Question 12

As the first step in setting sales call objectives,a salesperson should:

Accepted Answer

A)  review the steps of the selling process. 
B)  review the customer's marketing goals. 
C)  determine his or her progress toward meeting the sales targets. 
D)  review what has been learned from the precall information gathered. 
E)  review the available inventory in his or her own company. 
A)  review the steps of the selling process. 
B)  review the customer's marketing goals. 
C)  determine his or her progress toward meeting the sales targets. 
D)  review what has been learned from the precall information gathered. 
E)  review the available inventory in his or her own company.

Question 13

In which of the following types of buying situations is it usually unnecessary for a salesperson to educate a prospect about the common features of a product?

Accepted Answer

A)  When the prospect is buying a smartphone for the first time 
B)  When the prospect is buying a new car from a famous automobile outlet 
C)  When the prospect is buying capital equipment to run the operations of his or her firm 
D)  When the prospect is buying an insurance product for his or her family 
E)  When the prospect is buying the same laptop he or she purchased previously with the salesperson 
A)  When the prospect is buying a smartphone for the first time 
B)  When the prospect is buying a new car from a famous automobile outlet 
C)  When the prospect is buying capital equipment to run the operations of his or her firm 
D)  When the prospect is buying an insurance product for his or her family 
E)  When the prospect is buying the same laptop he or she purchased previously with the salesperson

Question 14

All sales objectives should be either specific or measurable.

Accepted Answer

A) True 
 B)False

Question 15

A(n)_____,which salespeople can share with the CEO of a buyer's firm,focuses on what an individual manager needs to address and resolve to be able to better contribute to overall company objectives.

Accepted Answer

A)  optimal sales call objective 
B)  mission statement 
C)  sales presentation synopsis 
D)  statement of expectation 
E)  customer value proposition 
A)  optimal sales call objective 
B)  mission statement 
C)  sales presentation synopsis 
D)  statement of expectation 
E)  customer value proposition

Question 16

For a sales call objective to be effective,it needs to be easy rather than specific.

Accepted Answer

A) True 
 B)False

Question 17

Which is the first source of information that a salesperson can use while using the Internet to gather precall information?

Accepted Answer

The first place to l

Question 18

As a result of failing to plan her sales call,Glenda is likely to do all of the following EXCEPT:

Accepted Answer

A)  cover material in which the prospect has no interest. 
B)  obtain the prospect's commitment. 
C)  engage in seeding. 
D)  make a customized sales presentation. 
E)  seek referrals from the prospect. 
A)  cover material in which the prospect has no interest. 
B)  obtain the prospect's commitment. 
C)  engage in seeding. 
D)  make a customized sales presentation. 
E)  seek referrals from the prospect.

Question 19

One of the best sources of precall information is a prospect's own salespeople because they empathize with the salesperson's situation.

Accepted Answer

A) True 
 B)False

The Marine Corps' 70 percent solution lays down that one must act as soon as they have 70 percent of the required information.

Multiple sales objectives reduce salespeople's fear of failure.

The statement "spend quality time with prospects and customers" is a measurable call objective.

Kerry,a sales representative from Spitz Inc. ,has a lead on a potential customer for her company's line of vacuum cleaners.She calls the prospect's firm and speaks to the secretary.What should be the primary goal of this call?

What is the most important step when planning a sales call?

Why should a salesperson make an appointment after gathering precall information and setting call objectives?

The first step in setting objectives for a sales call is to review what has been learned from the organization's mission statement.

In the context of sales,what is Webcasting?

When making an appointment,it is important for a salesperson to identify an environment conducive to doing business.So,the salesperson should:

As the first step in setting sales call objectives,a salesperson should:

In which of the following types of buying situations is it usually unnecessary for a salesperson to educate a prospect about the common features of a product?

All sales objectives should be either specific or measurable.

A(n)_____,which salespeople can share with the CEO of a buyer's firm,focuses on what an individual manager needs to address and resolve to be able to better contribute to overall company objectives.

For a sales call objective to be effective,it needs to be easy rather than specific.

Which is the first source of information that a salesperson can use while using the Internet to gather precall information?

As a result of failing to plan her sales call,Glenda is likely to do all of the following EXCEPT:

One of the best sources of precall information is a prospect's own salespeople because they empathize with the salesperson's situation.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 7: Planning the Sales Call

The Marine Corps' 70 percent solution lays down that one must act as soon as they have 70 percent of the required information.

Multiple sales objectives reduce salespeople's fear of failure.

The statement "spend quality time with prospects and customers" is a measurable call objective.

Kerry,a sales representative from Spitz Inc. ,has a lead on a potential customer for her company's line of vacuum cleaners.She calls the prospect's firm and speaks to the secretary.What should be the primary goal of this call?

What is the most important step when planning a sales call?

Why should a salesperson make an appointment after gathering precall information and setting call objectives?

The first step in setting objectives for a sales call is to review what has been learned from the organization's mission statement.

In the context of sales,what is Webcasting?

When making an appointment,it is important for a salesperson to identify an environment conducive to doing business.So,the salesperson should:

As the first step in setting sales call objectives,a salesperson should:

In which of the following types of buying situations is it usually unnecessary for a salesperson to educate a prospect about the common features of a product?

All sales objectives should be either specific or measurable.

A(n)_____,which salespeople can share with the CEO of a buyer's firm,focuses on what an individual manager needs to address and resolve to be able to better contribute to overall company objectives.

For a sales call objective to be effective,it needs to be easy rather than specific.

Which is the first source of information that a salesperson can use while using the Internet to gather precall information?

As a result of failing to plan her sales call,Glenda is likely to do all of the following EXCEPT:

One of the best sources of precall information is a prospect's own salespeople because they empathize with the salesperson's situation.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters